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50014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514500145145001451450014514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Pg1}{\bkmkend Pg1}\par\pard\li510\sb0\sl-230\slmult0\par\pard\li510\sb0\sl-230\slmult0\par\pard\li510\sb0\sl-230\slmult0\par\pard\li510\sb0\sl-230\slmult0\par\pard\li510\sb0\sl-230\slmult0\par\pard\li510\sb0\sl-230\slmult0\par\pard\li510\sb0\sl-230\slmult0\par\pard\li510\sb0\sl-230\slmult0\par\pard\li510\sb208\sl-230\slmult0\fi0\tx4507\tx10192 \up0 \expndtw0\charscalex102 \ul0\nosupersub\cf12\f13\fs20 VOL XXXXVII NO. 2\tab \up0 \expndtw0\charscalex102 Burlington County Bar Association\tab \up0 \expndtw0\charscalex102 FEBRUARY 2012\par\pard\ql \li3581\sb235\sl-299\slmult0 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf1\f2\fs26 8 Steps to a Prosperous Small Firm Practice \par\pard\ql \li5329\sb1\sl-203\slmult0 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf2\f3\fs18 By Kimberly Alford Rice \par\pard\qj \li1485\sb0\sl-220\slmult0 \par\pard\qj\li1485\sb0\sl-220\slmult0 \par\pard\qj\li1485\sb0\sl-220\slmult0 \par\pard\qj\li1485\ri4862\sb203\sl-220\slmult0 \up0 \expndtw0\charscalex104 \ul0\nosupersub\cf9\f10\fs17 Kimberly Alford Rice\ul0\nosupersub\cf10\f11\fs17 is Principal of KLA Marketing Associates \line \up0 \expndtw0\charscalex102 (www.klamarketing.net), a business development advisory firm focusing on \line \up0 \expndtw0\charscalex105 legal services. As a law marketing authority, Kimberly helps law firms and \line \up0 \expndtw-1\charscalex100 lawyers develop practical business development and marketing strategies \line \up0 \expndtw0\charscalex100 which lead directly to new clients and increased revenues. Additionally, \line \up0 \expndtw0\charscalex100 Kimberly provides career management services to lawyers in transition. She \line \up0 \expndtw-1\charscalex100 may be reached at 609.458.0415 or via email at \ul0\nosupersub\cf11\f12\fs17 kimberly@klamarketing.net\ul0\nosupersub\cf10\f11\fs17 . \par\pard\ql \li2206\sb0\sl-253\slmult0 \par\pard\ql\li2206\sb0\sl-253\slmult0 \par\pard\ql\li2206\sb0\sl-253\slmult0 \par\pard\ql\li2206\sb0\sl-253\slmult0 \par\pard\ql\li2206\sb0\sl-253\slmult0 \par\pard\ql\li2206\sb8\sl-253\slmult0 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf4\f5\fs22 This article originally appeared in Burlington County Bar Association\u8217?s The Straight Word. \par\pard\ql \li1574\sb0\sl-230\slmult0 \par\pard\ql\li1574\sb16\sl-230\slmult0 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf5\f6\fs20 The year is young and possibilities abound to make 2012 your most prosperous year ever. \par\pard\ql \li1574\sb30\sl-230\slmult0 \up0 \expndtw-2\charscalex100 Having worked with many law firms and hundreds of lawyers over two decades, we have witnessed \par\pard\qj \li1574\ri1158\sb26\sl-260\slmult0 \up0 \expndtw-2\charscalex100 some common threads of what makes a prosperous firm as compared to those who sputter along, often \up0 \expndtw-2\charscalex100 in despair of not reaching their professional (or worse, financial) goals. \par\pard\ql \li1574\sb0\sl-230\slmult0 \par\pard\ql\li1574\sb75\sl-230\slmult0 \up0 \expndtw-2\charscalex100 There are many effective business development and marketing steps lawyers can take to have a \par\pard\qj \li1574\ri1060\sb0\sl-280\slmult0\fi0 \up0 \expndtw-2\charscalex100 successful practice, regardless of the size of your firm. Considering the fact that lawyers in smaller firms \up0 \expndtw-2\charscalex100 presumably have fewer resources to bring into play, below are a few solid ideas that will help. \par\pard\ql \li1574\sb0\sl-230\slmult0 \par\pard\ql\li1574\sb61\sl-230\slmult0 \up0 \expndtw-2\charscalex100 The reality is that financing a marketing program does not need to be a deterrent in small law firm \par\pard\qj \li1574\ri1126\sb0\sl-270\slmult0 \up0 \expndtw-2\charscalex100 marketing provided that laser-focused strategic marketing planning is in place. You can bootstrap a law \up0 \expndtw-2\charscalex100 practice similar to the way an entrepreneur bootstraps any other start-up. The real key is bringing focus \up0 \expndtw-2\charscalex100 and clarity to your marketing goals followed by precision execution over and again. \par\pard\ql \li1907\sb0\sl-270\slmult0 \par\pard\ql\li1907\ri1096\sb17\sl-270\slmult0\tx2240\tx2240\tx2240\tx2240 \up0 \expndtw-1\charscalex100 1. \ul0\nosupersub\cf6\f7\fs22 Quality Work is the Cost of Admission, At All Times\ul0\nosupersub\cf7\f8\fs22 .\ul0\nosupersub\cf5\f6\fs20 With all the competition biting at \line\tab \up0 \expndtw-2\charscalex100 your heels, delivering the highest quality work product all the times is a non-negotiable \line \tab \up0 \expndtw-2\charscalex100 requirement to build a formidable reputation and referrals from clients and other attorneys. Don\u8217?t \line \tab \up0 \expndtw-2\charscalex100 shy away from taking CLEs in complimentary areas of law to broaden your knowledge base to \line \tab \up0 \expndtw-3\charscalex100 serve clients better. \par\pard\ql \li1907\sb0\sl-241\slmult0 \par\pard\ql\li1907\sb73\sl-241\slmult0 \up0 \expndtw-2\charscalex100 2. \ul0\nosupersub\cf6\f7\fs22 Focus on Your Natural Network. \ul0\nosupersub\cf5\f6\fs20 Each of us has a network of people we know, like, and \par\pard\ql \li2240\ri1164\sb19\sl-266\slmult0 \up0 \expndtw-2\charscalex100 trust (to varying degrees). Leverage this network in all ways possible. Get and stay in touch with \up0 \expndtw-2\charscalex100 everyone -- your friends, relatives, business associates, and professional contacts --past and \up0 \expndtw-2\charscalex100 present. Let them know that what you are up to, how you provide value to your clients, and \line \up0 \expndtw-3\charscalex100 effectively articulate that you actively seek referrals. \par\pard\ql \li2240\sb0\sl-230\slmult0 \par\pard\ql\li2240\sb74\sl-230\slmult0 \up0 \expndtw-2\charscalex100 Ideally, you want to strengthen the network you presently have and focus on aggressively \par\pard\ql \li2240\sb30\sl-230\slmult0 \up0 \expndtw-2\charscalex100 expanding it to include a broad range of individuals who can ultimately refer business to you. It \par\pard\ql \li2240\sb50\sl-230\slmult0 \up0 \expndtw-2\charscalex100 has never been easier (and more economical) than it is today to convert your network to an active \par\pard\sect\sectd\fs24\paperw12240\paperh15840\pard\sb0\sl-240{\bkmkstart Pg2}{\bkmkend Pg2}\par\pard\qj \li1802\sb0\sl-280\slmult0 \par\pard\qj\li1802\sb0\sl-280\slmult0 \par\pard\qj\li1802\sb0\sl-280\slmult0 \par\pard\qj\li1802\sb0\sl-280\slmult0 \par\pard\qj\li1802\sb0\sl-280\slmult0 \par\pard\qj\li1802\sb0\sl-280\slmult0 \par\pard\qj\li1802\ri1016\sb9\sl-280\slmult0 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf13\f14\fs21 sales force for your practice with all the technological tools (e-blasts; social media updates; blogs, \up0 \expndtw-2\charscalex100 etc.) available to maintain contact with a mass email distribution list. \par\pard\ql \li1452\sb0\sl-286\slmult0 \par\pard\ql\li1452\sb0\sl-286\slmult0 \par\pard\ql\li1452\ri1090\sb24\sl-286\slmult0\tx1802\tx1802\tx1802\tx1802 \up0 \expndtw-3\charscalex100 3. \tab \up0 \expndtw-1\charscalex100 \ul0\nosupersub\cf14\f15\fs23 Become the \u8220?Go-To\u8221? Resource for your Clients\ul0\nosupersub\cf15\f16\fs21 .\ul0\nosupersub\cf13\f14\fs21 Educate clients to send any legal work \line\tab \up0 \expndtw-3\charscalex100 your way whether or not you ultimately handle it for them. With your growing network, you are \line \tab \up0 \expndtw-3\charscalex100 more than happy to make a referral but want to condition your contacts to think of you first. Turn \line \tab \up0 \expndtw-3\charscalex100 your clients into fans by not charging for incidentals, short phone calls or quick emails. \par\pard\ql \li1451\sb0\sl-253\slmult0 \par\pard\ql\li1451\sb69\sl-253\slmult0\tx1802 \up0 \expndtw-4\charscalex100 4. \tab \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf14\f15\fs23 Get and Stay in Touch with Target Audiences.\ul0\nosupersub\cf13\f14\fs21 It cannot be overstated the value of \par\pard\ql \li1802\sb37\sl-241\slmult0 \up0 \expndtw-2\charscalex100 building \u8220?top-of-mind\u8221? awareness among your key target audiences - - existing clients, referral \par\pard\ql \li1802\ri1045\sb3\sl-285\slmult0 \up0 \expndtw-3\charscalex100 sources, and qualified prospects. There are many ways to accomplish this but one very effective \line \up0 \expndtw-3\charscalex100 way is to create an online e-communications program. Aligning with the axiom that it takes 7-10 \line \up0 \expndtw-2\charscalex100 \u8220?touches\u8221? per year to build top-of-mind awareness, sending out a regular, periodic e-blast on \line \up0 \expndtw-3\charscalex100 topics of interest to your constituents can be a very effective way to stay in front of them. This is \line \up0 \expndtw-3\charscalex100 an art, not a science and requires a strategic approach which can pay impressive dividends. \par\pard\ql \li1451\sb0\sl-285\slmult0 \par\pard\ql\li1451\ri1034\sb10\sl-285\slmult0\tx1802\tx1802\tx1802\tx1802\tx1802\tx1802\tx1802\tx1802 \up0 \expndtw-3\charscalex100 5. \tab \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf14\f15\fs23 Seize All Opportunities for Free Media.\ul0\nosupersub\cf15\f16\fs21 \ul0\nosupersub\cf13\f14\fs21 Every day, there are news items appearing across \line\tab \up0 \expndtw-3\charscalex100 all media platforms that fall into your area of expertise. Familiarize yourself with those reporters \line \tab \up0 \expndtw-2\charscalex100 who write on topics about which you have (or are developing) an expertise and reach out to offer \line \tab \up0 \expndtw-3\charscalex100 expert commentary on these topics. A news story without a quote is not a true news story. To go \line \tab \up0 \expndtw-2\charscalex100 further, email a press release every month to the local editors and reporters who cover relevant \line \tab \up0 \expndtw-3\charscalex100 stories. Given the present publishing industry, reporters have fewer resources than ever and are \line \tab \up0 \expndtw-3\charscalex100 delighted to develop reliable news sources. Become one to them and watch how your reputation \line \tab \up0 \expndtw-3\charscalex100 grows for \ul0\nosupersub\cf15\f16\fs21 no\ul0\nosupersub\cf13\f14\fs21 out-of-pocket expenditure. \par\pard\ql \li1451\sb0\sl-284\slmult0 \par\pard\ql\li1451\ri1041\sb12\sl-284\slmult0\tx1802\tx1802\tx1802\tx1802\tx1802\tx1802 \up0 \expndtw-3\charscalex100 6. \tab \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf14\f15\fs23 Write, Write, and Write Even More.\ul0\nosupersub\cf13\f14\fs21 A very effective way to get in front of your target market \line\tab \up0 \expndtw-2\charscalex100 is to pitch articles to publications (including blogs) that target your niche. Trade magazines are \line \tab \up0 \expndtw-2\charscalex100 always looking for good content, and they include a byline with your name and contact \line \tab \up0 \expndtw-3\charscalex100 information. Publishing has never been easier and opportunities more available given all the \line \tab \up0 \expndtw-3\charscalex100 venues, particularly online. The key is to find the targeted publications that your clients and \line \tab \up0 \expndtw-3\charscalex100 targets are reading, and be there consistently. \par\pard\ql \li1802\sb0\sl-280\slmult0 \par\pard\ql\li1802\ri1033\sb20\sl-280\slmult0 \up0 \expndtw-2\charscalex100 While this business development initiative may not produce immediate results (although it been \up0 \expndtw-2\charscalex100 known to), it will have a cumulative effect if prospective clients continue to see your name and \line \up0 \expndtw-3\charscalex100 information. One of the inherent values of publishing is the \u8220?re-purposing\u8221? value of investing your \up0 \expndtw-2\charscalex100 time once to write the article then placing it in a variety of media venues, using the published \line \up0 \expndtw-2\charscalex100 article as a marketing tool to send about to clients and other key influencers, and including the \line \up0 \expndtw-3\charscalex100 published article on your website. \par\pard\ql \li1452\sb0\sl-283\slmult0 \par\pard\ql\li1452\ri1090\sb35\sl-283\slmult0\tx1802\tx1802\tx1802\tx1802\tx1802\tx1802\tx1802 \up0 \expndtw-3\charscalex100 7\ul0\nosupersub\cf15\f16\fs21 . \tab \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf14\f15\fs23 Speak Engagements. \ul0\nosupersub\cf13\f14\fs21 There are hundreds of trade associations in every market niche. Many \line\tab \up0 \expndtw-3\charscalex100 have local chapters while others sponsor an annual event. One of the highest impact initiatives \line \tab \up0 \expndtw-2\charscalex100 you can take is to speak in front of an audience full of qualified prospects, those in need of your \line \tab \up0 \expndtw-2\charscalex100 services. Compile an impressive press kit and send it along with a letter offering to speak at \line \tab \up0 \expndtw-3\charscalex100 upcoming meetings and events. Increase the promotional value by including not only your \line \tab \up0 \expndtw-2\charscalex100 current bio with headshot but article reprints which demonstrate your expertise in the respective \line \tab \up0 \expndtw-2\charscalex100 area. It doesn\u8217?t get much better than this to cultivate contacts with prospects.
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}}\par\pard\sect\sectd\fs24\paperw12240\paperh15840\pard\sb0\sl-240{\bkmkstart Pg3}{\bkmkend Pg3}\par\pard\ql \li1451\sb0\sl-253\slmult0 \par\pard\ql\li1451\sb0\sl-253\slmult0 \par\pard\ql\li1451\sb0\sl-253\slmult0 \par\pard\ql\li1451\sb0\sl-253\slmult0 \par\pard\ql\li1451\sb0\sl-253\slmult0 \par\pard\ql\li1451\sb0\sl-253\slmult0 \par\pard\ql\li1451\sb0\sl-253\slmult0 \par\pard\ql\li1451\sb240\sl-253\slmult0 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf13\f14\fs21 8\ul0\nosupersub\cf14\f15\fs23 . Follow Up, Execute, Repeat.\ul0\nosupersub\cf16\f17\fs23 \ul0\nosupersub\cf13\f14\fs21 None of the high impact and economical marketing tactics \par\pard\ql \li1802\ri1077\sb23\sl-283\slmult0 \up0 \expndtw-2\charscalex100 outlined above will \u8220?work\u8221? to grow your practice if there is not consistent, persistent follow up and \up0 \expndtw-3\charscalex100 execution. As I repeatedly emphasize to clients, it is better to execute consistently on a few \line \up0 \expndtw-3\charscalex100 strategic initiatives than to over commit and fall short in the execution. Evaluate your time \line \up0 \expndtw-2\charscalex100 management skills, assess your delegation skills, and schedule \u8220?conferences\u8221? with yourself to \line \up0 \expndtw-3\charscalex100 ensure deadlines and commitments are met, just like you do with client work. In the long term, \line \up0 \expndtw-2\charscalex100 what is more important than investing in your own practice? Keep that in your sights and a \line \up0 \expndtw-3\charscalex100 prosperous 2012 will be yours. \par\pard\ql \li5839\sb0\sl-241\slmult0 \par\pard\ql\li5839\sb0\sl-241\slmult0 \par\pard\ql\li5839\sb50\sl-241\slmult0 \up0 \expndtw-2\charscalex100 # # #
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